Marketing management

1. IV Semester BBA
4.3 MARKETING MANAGEMENT
Study Material - 2017
Prepared By,
Ms. Lincy Joykutty,
Ms. Divyashree. S
Assistant Professors, NHC-M

2. 2
Unit 1
Introduction to Marketing
Market - Meaning
‘Market’, the term originates from Latin word ‘mercatus’ meaning “trade, marketplace,” which
is derived from ‘mercari’ meaning “to trade”. ‘Mercari’ is derived from merc- meaning
“merchandise”.
In simple terms, Market refers to a particular place where goods are purchased and sold. In
management and economics “Market is any region in which buyers and sellers are brought into
contact with one another and facilitate price fixation”.
A market is an actual / nominal place where forces of demand and supply operate, and where
buyers and sellers interact (directly or through intermediaries) to trade goods, services, or
contracts or instruments, for money or barter. The market for a particular item is made up of
existing and potential customers who need it and have the ability and willingness to pay for it.
Definitions:
The term market refers not to place, but to a commodity or commodities and buyers and sellers
who are in direct competition with one another. - Chapman
A market is an aggregate demand of the potential buyers for a product/service.
AmericanMarketing Association.
Features of Market:
In the economic sense, Market is a system by which buyers and sellers come in contact with
each other, bargain for the price of a product, settle the price and transact their business- buy
or sell a product. Physical contact between the buyers and sellers is not necessary.
Classification of Markets
Traditional Classifications are made on the basis of:
 Geographical Area - Local, Regional, National, and International Markets
 Position of Sellers - Primary, Secondary, Terminal
 Time. Very Short Period, Short Period, Long Period Markets
 Volume of Business Transactions - Wholesalers, Retailers
 Nature of Transactions - Spot Market, Future Market

3. 3
 Goods Transacted. Commodity Market, Capital / Stock Markets
 Regulation - Regulated, Non-Regulated Markets
 Competition - Perfect, Imperfect, Monopoly, Oligopoly Markets.
 Demand and Supply - Buyers. market, Sellers. market
Modern Classifications are:
 Consumer markets - B2C, C2C markets
 Business Markets - B2B Markets
 Global Markets
 Government Markets - B2G markets
 Non Profit Markets
MARKETING - AN INTRODUCTION
Marketing is everywhere. Formally or informally, people and organisations engage in a vast
number of activities that we could call marketing. Good marketing has become an increasingly
vital ingredient for business success. And marketing profoundly affects our day to-day lives. It
is embedded in everything we do- from the clothes we wear, to the websites we click on, to the
ads we see.
Marketing - Meaning
Marketing is about identifying and meeting human and social needs profitably. Marketing is the
creation of utilities as goods and services get value addition by the time they reach the
consumers.
Definition of Marketing by American Marketing Association
Marketing is the activity, set of institutions, and processes for creating, communicating,
delivering, and exchanging offerings that have value for customers, clients, partners, and
society at large. (Approved October 2007)
A Social Definition of Marketing
Marketing is a societal process by which individuals and groups obtain what they need and
want through creating, offering and freely exchanging products and services of value with
others.
Scope of Marketing / 10 Entities that can be marketed:
1. Goods - Electronic appliances, automobiles, cosmetics, accessories etc.
2. Services - Banking, airlines, hotels, beauticians etc. Many market offerings consist of a
variable mix of goods and services. Example: A customer at a restaurant consumes both a
product and a service.
3. Events - Time based events such as trade shows, artistic performances, concerts etc.

4. 4
4. Experiences - Orchestrating several goods and services, experiences maybe created, staged
and marketed. Example: Trip to an amusement park (Walt Disney’s Entertainment
Experience), dining at a 5-star restaurant.
5. Persons - Celebrity marketing and branding of sportspersons, film stars, businessmen.
6. Places - Cities, states, regions, and nations compete to position themselves as attractive
tourist
destinations, places of investments and of residence Eg. Kerala – God’s Own Country,
Incredible India!
7. Properties - Tangible properties like real estate or intangible properties like financial stocks
and bonds.
8. Organizations - Corporate identity campaigns by organizations, both private and public.
9. Information - Education, Healthcare, Information technology.
10. Ideas - promotion of ideas, awareness campaigns towards social concerns, consumer rights
etc. Ex: Blood and organ donation, wildlife and environmental conservation
Marketing of the above mentioned entities may be done either individually or in combination
with one another. Example: A 5-star hotel maybe marketed purely as an experience or as the
venue for a time based event like a Continental / Oriental / Italian food festival.
Importance of ‘Marketing’
1. Marketing helps the organisation to achieve its strategic objectives.
2. Marketing helps the organisation to create customers by identifying their needs and
distribute products to meet their satisfaction.
3. Helps the enterprise to adapt to the changing conditions and circumstances.
4. Provides guidance to the organization on the innovations to be adopted.
5. Ensures the economic growth of the enterprise which results in growth and
development of the country.
6. Helps the community to satisfy their economic and social needs and thus raise their
standard of living.
7. Helps in an efficient and productive utilization of resources, both human and material,
eliminating wastages. Maximum efficiency at Minimum cost.
Benefits of Marketing:
To the society:
 It is instrumental in improving the standard of living.
 Stabilizes the economic conditions.
 Provides and increases gainful employment opportunities.
 Acts as a link between producers and consumers.

5. 5
To the individual firms:
 It is the means of achieving more profits.
 It acts as a decision-pad for marketers.
 Is a source of new ideas.
To consumers:
 Maximizes choice and quality of products available
 Is the source of information and awareness
 Understands and explores the latent needs of consumers
Goals/Objectives of Marketing:
 Creation of utility
- Place utility: Movement of goods from the centres of production to the centres of consumption
creates place utility.
- Time utility: By making goods and services available to the customers at the time of their
need,
marketing creates time utility
- Possession utility: By facilitating the transfer of ownership from producers to consumers,
marketing creates possession utility
 Cost reduction
 Price stability
 Maximize consumption
 Maximize consumer satisfaction
 Maximize choice for
 Maximize life quality
Approaches to the study of Marketing
 Commodity Approach
Marketing in the journey of a particular product is studied under this approach. A specific
commodity is selected and then it’s marketing environment and methods are studied in the
course of its movement from producer to consumer. It is thus the study of the flow of a
commodity from the original producer up to the final customer. This study helps to locate:
• Centre of production
• People engaged in buying & selling of the product
• Mode of transportation
• Problems related to selling, advertising, financing and storage
Eg. Marketing of agricultural products such as wheat, cotton etc.

6. 6
 Functional Approach
Attention is focused on the specialized functions or services performed by the marketers and
the problems faced by them while performing those functions. The various functions studied
include buying, assembling, storage, standardizing, risk bearing, financing, and market
information
and selling.
 Institutional Approach
It is centered around the marketing institutions or agencies that perform marketing functions.
Such agencies include wholesalers, retailers, mercantile agents and facilitating agencies such as
transportation houses, banks, insurance companies etc.
 Managerial / Decision Making Approach
This approach combines some features of the commodity, institutional and functional
approaches and seeks to analyze marketing from the decision making perspective. The various
areas of marketing decisions are in regards to marketing organization, product, distribution,
pricing and promotion.
 Conceptual Approach
Marketing is studied through theoretical analysis of marketing functions, institutions and
policies. Research and innovation are emphasized upon in this approach.
 Scientific Approach
It is an inter-disciplinary approach, as it uses the physical, social and the quantitative
disciplines for developing marketing insights and concepts. The approach is useful to solving
marketing problems and provides a base for scientific approach to the study and practice of
marketing.
 Eclectic Approach
This approach presents marketing in its context of economic, cultural and social significance. It
helps to examine the role to be played by the Government in regulating the marketing system,
the social responsibilities of the people and institutions involved in marketing etc.
 Systems Approach
Under this approach, marketing is considered as a subsystem of economic, legal and
competitive system. The marketing system operates in an environment that comprises of both
controllable and uncontrollable factors that are dynamic and need to be constantly monitored.
The approach allows for logical and orderly analyses of marketing activities and provides a
framework for control. It is an integrated approach that includes:
1. Objectives:Is profitability through customer satisfaction
2. Inputs: Information from internal and external sources

7. 7
3. Processor: Information is processed
4. Output: Actions are taken w.r.t. the marketing activity
5. Feedback: forms the basis for future change
Company Orientations towards Marketplace/ Concepts of Marketing:
The Production Concept: Holds that consumers will prefer products that are widely available
and inexpensive. It is wherein products are produced in bulk, with high production efficiency,
low costs and are mass distributed. Production Oriented Organisations work towards achieving
production efficiency (low cost) and wide distribution coverage (widely available).
The Product Concept: Holds that consumers favor products that offer the best quality,
performance or innovative features. Focus is on the creation and delivery of better and more
superior products on a continual basis. The customer needs and requirements, preferences are
not prioritized as is also the case with the aspects of pricing, distribution and selling of the
products.
This orientation may lead to Marketing Myopia i.e. shortsightedness of focusing excessively
on product rather than on consumer needs.
The Selling Concept: Holds that, if left alone, individual customers and organizational
customers will not buy enough of the company’s products and so have to be aggressively
marketed to. Selling Concept is still preferred in cases of the marketing of unsought goods and
also when firms have overcapacity.
Marketing Concept: Is a sense and respond philosophy that emerged in the 1950’s and is
customer centered rather than product centered ‘make and sell’ philosophy or the ‘sell
whatever is made’ philosophy. It focuses on the needs of the customers. Companies can either
practice a reactive market orientation that is to understand and cater to the expressed needs of
the customers or a proactive market orientation - that is to understand and cater to the latent
needs of the customers. Organizations seeking to be successful in the long term focus on total
market orientation, striking a fine balance between the reactive and proactive orientations.
The Holistic Marketing Concept: Is based on the philosophy of .everything matters. in
marketing, thus needing a broad and integrated perspective. The four broad components that
characterize holistic marketing are relationship marketing, integrated marketing, internal
marketing and performance marketing.

8. 8
Social Responsibility Marketing / Societal Marketing - Assuming the responsibility of
enhancing or preserving the society’s long term wellbeing, by ensuring that the organization is
adhering to the legal, ethical, environmental and social norms. Concerns about Public welfare,
better living environment, better quality of life etc. make organisations adopt socially
responsible marketing policies. For eg. An automobile is not only fuel efficient but less
polluting.
It requires the organisation to balance three considerations:
I. Company profits
II. Consumer Needs
III. Public Interest/ Social Welfare
Functions of Marketing
Clark and Clark have classified the marketing functions into the following three divisions:
I. Functions of Exchange
II. Functions of Physical Supply
III. Facilitating Functions

9. 9
I. Functions of Exchange
 Buying function
This function involves the study of the markets by the marketers, identifying the demand for
their products (planning), so that the suppliers maybe identified (contractual function) and
required quality and quantity of raw materials and semi-finished goods maybe acquired for
further processing (negotiation and contractual function).
 Assembling function
It involves the collecting of semi-finished / finished products from various sources and them
together to central location, either for further processing or resale. This may be done by the
producers or the intermediaries.
 Selling function
This includes the function of product planning, function of demand creation for products, the
contractual and negotiatory function of agreeing upon the terms and conditions by both, the
buyers and the sellers and the final agreement of sale, including the transfer of ownership and
title of goods.
II. Functions of Physical Distribution
 Transportation
Transportation enables the flow of goods from places of production to places of consumption. It
helps in creating, place and time utility, also adding value to the product. It facilitates large
scale production and selling. It involves the selection of modes of transport depending on costs,
speeds and risk involved
 Storage and Warehousing
Storage refers to the holding and preserving of goods between the time of production and time
of sale. This may also happen at stopovers during transportation. It enables and ensures the
availability of products when demanded by the consumers, even during off seasons. Storage
protects the goods from deterioration and to carry forward surplus stocks for future
consumption, also regulating the flow of goods to different markets.
 Inventory management
Inventory management involves the management of inventories from the point of raw
materials being purchased to the point of the finished goods being transported to warehouses.
This enables continuity of supply of materials to the production process and subsequently on
time fulfillment of customer demand.

10. 10
 Material handling
The materials and the semi converted products, held in inventories are to be handled efficiently
when moved to the next area of requirement so as minimize breakage, spoilage, pilferage etc.
III. Functions of facilities
 Financing
The availability of finance in the form of capital or debt is essential for the smooth running of a
business firm. This function enables the movement of funds to enable the required purchases,
processing and selling functions to happen seamlessly.
 Risk bearing & Insurance
The risks of natural disaster, thefts, changes in the conditions of demand and supply are all to
be considered by marketers as being a part of business. Some of these risks are wholly or
partially insured against, whereas the rest are borne by the marketers.
 Standardization
Establishing a standard for goods produced, sorting of goods into different grades and ensuring
quality is maintained by regular control measures are all involved in the function of
standardization.
 Market information
It involves the gathering of information about the dynamic target markets, changing customer
needs, competition analysis, the interpretation and communication of the same to the
marketers / relevant decision makers.
 Advertising, sales promotion
They are the tools adopted by marketers to make the target customers aware of a product,
induce trial and persuade for regular consumption. Advertising is impersonal and long term
whereas sales promotion is a short term and more direct approach to promote immediate
sales.
 After sales service.
Involves the service provided to customers after the sale is effected. It has a direct impact on
customer satisfaction and can be the deciding factor when a customer seeks to repurchase or
upgrade to a more advanced version of the product.

11. 11
RECENT TRENDS IN MARKETING
E-BUSINESS/ E- COMMERCE
Electronic commerce, commonly known as e-commerce, commonly is defined as the buying
and selling of products or services over electronic systems such as the Internet and other
computer networks
It can be broken into four main categories: B2B, B2C, C2B, and C2C.
Models of E- business
B2C (Business-to-Consumer)
Business selling goods and services to the general public typically through catalogues utilizing
shopping cart software. applies to any business or organization that sells its products or
services to consumers over the Internet for own use. In other words, it provides a direct sale
between the supplier and the individual consumer. It refers to exchanges between business
and consumers. Activities tracked are consumer search, frequently asked questions and service
and support. Examples: Flipkart.com; Myntra.com; Bigbasket.com; Icicidirect.com; Yatra.com
B2B (Business-to-Business)
Companies doing business with each other: such as manufacturers selling to distributors and
wholesalers selling to retailers. Pricing is based on quantity of order and is often negotiable.
involves online transactions between businesses. It refers to the full spectrum of e-commerce
that can occur between two organizations. This may include:
• Purchasing and procurement,
• Supplier management,
• Inventory management,
• Payment management & service and support.
Examples of B2B companies in India: Alibaba.com; ExportersIndia.com, Ask4plastic.com
C2B (Consumer-to-Business)
A consumer posts his project with a set budget online and within hours companies review the
consumer's requirements and bid on the project. The consumer reviews the bids and selects
the company that will complete the project
C2C (Consumer-to-Consumer)
C2C exchanges involve transactions between / among consumers. There are many sites
offering free classifieds, auctions, and forums where individuals can buy and sell thanks to
online payment systems like PayPal where people can send and receive money online with
ease. These exchanges need a third-party involvement, to facilitate and provide the

12. 12
infrastructure, place and governance for the transactions/exchanges. E.g. of this is the online
market place, eBay.com. Here consumers can bid for and sell items of any description, for any
price. Consumer:
 Places the details of the product for auction/sale
 Market maker provides catalog, search engine, and transaction clearing capabilities
Examples: OLX, Quikr
Consumer-to-Business: C2B is a business model where the consumers create products/
services/ web-content and the companies pay for them.
 For example, when a consumer writes reviews, or when a consumers gives a useful idea
for new product development, then this individual is creating value to the firm, if the firm
adopts the input, it may pay the consumer.
 We can see this example in blogs or internet forums. For eg. An author in his blog may
offer a link back to an online business facilitating the purchase of some product (like a book on
Amazon.com), and the author might receive affiliate revenue from a successful sale
Advantages / Benefits of e-business:
To sellers
• Increase sales opportunity
• Less transaction cost
• Reach narrow market segments that may be widely distribute geographically
• Access to global market
• Speedy and accurate information
To customers
i. Wider choice of products
ii. Customized and personalized information
iii. Services a t 24X7
iv. No geographical boundaries for shopping
v. Price lesser than that of shop
To Society:
1. More individuals can work from home, flexible work schedules
2. Third world countries gain access
3. Any Information made available anywhere
4. Product & service access to remote areas
5. Facilitates delivery of public services
6. Less travel, less traffic, less physical space and less pollution

13. 13
Disadvantages / Limitations of e-business:
To sellers
• Less reach among customers
• Problems in system security
• Difference in macro environment
To customers
• Concern over security in transaction - Phishing, Spam, Spying, fraud and cyber crimes
• Lack of trust when dealing with companies
• Customer should be familiar with computer and usage of internet
• Cannot touch and feel or try the product
To Society:
1. Less Human Interaction
2. Excessive reliance on Technology
3. Need to acquire new skill sets creating social divisions
4. Health concerns due to increased usage of electronic devices
5. Lack of regulatory framework to counter the ills
M-Business / Mobile Marketing / SMS Marketing
A highly personalized, interactive and high impact form of marketing that helps enhance and
differentiate one’s brand and products. It is an innovative approach that provides increased
returns at low costs to the organisation, by capitalizing on the popularity and ease of access of
the mobile phone in today’s markets. This mode of marketing can help generate leads, acquire
customers, retain customers, drive loyalty and reinforce branding efforts.
Green Marketing
According to the American Marketing Association, green marketing is the marketing of
products that are presumed to be environmentally safe. Other similar terms used are
Environmental Marketing and Ecological Marketing. Thus "Green Marketing" refers to holistic
marketing concept wherein the production, marketing consumption an disposal of products
and services happen in a manner that is less detrimental to the environment with growing
awareness about the implications of global warming, non-biodegradable solid waste, harmful
impact of pollutants etc., both marketers and consumers are becoming increasingly sensitive to
the need for switch in to green products and services.

14. 14
Relationship marketing
A strategy that aims at developing and maintain long term relations with customers, suppliers
and distributors in order to earn and retain the business of the enterprise.
It is a form of marketing developed from direct response marketing campaigns which
emphasizes customer retention and satisfaction, rather than a dominant focus on sales
transactions, .it recognizes the long term value of customer relationships and extends
communication beyond intrusive advertising and sales promotional This includes tools for
managing relationships with customers that goes beyond simple demographic and customer
service data. Relationship marketing extends to include inbound marketing efforts,), PR, social
media and application development.
Telemarketing
Telemarketing is defined as the use of telephone as an interactive medium for promotion, sales
and customer service. It utilizes sophisticated telecommunication and information systems
combined with personal selling and servicing skills for following purposes:
• To help companies keep in close contact with present and potential customers
• To increase sales
• To enhance business productivity
Relationship Marketing
Relationship Marketing is a business process in which client relationships, customer loyalty
and brand value are built through marketing strategies and activities. It allows businesses to
develop long-term relationships with established and new customers while helping streamline
corporate performance. It incorporates commercial and client-specific strategies via employee
training, marketing planning, relationship building and advertising.
It provides a way to directly evaluate customer value and provides cross-selling opportunities,
where, based on customer approval, a business may pitch proven marketing or brand
strategies to more than one client.
Retail Marketing:
Retailing is the last of the middlemen in the distribution / supply chain. It is responsible in
satisfying the needs and wants of the individual consumers by selling in small quantities and
having a wide assortment of products as maybe the demand and preferences of the market.

15. 15
Retailers typically make a variety of strategic level decisions including the type of store, the
market to be served, the optimal product assortment, customer service, supporting services
and the store's overall market positioning. Once the strategic retail plan is in place, retailers
devise the retail mix which includes product, price, place, promotion, personnel and
presentation.
In the recent past, an increasing number of retailers are seeking to reach broader markets by
selling through multiple channels, including both bricks and mortar and online retailing. Digital
technologies and a move towards creating cashless transactions are also changing the way that
consumers pay for goods and services. Retailing support services may also include the
provision of credit, delivery services and a range of supporting services.
Functions of Retailers:
Retailers play a significant role as a conduit between manufacturers, wholesalers, suppliers and
consumers. In this context, they perform various functions like sorting, breaking bulk, holding
stock, as a channel of communication, storage, advertising and certain additional services.
 Sorting & Breaking Bulk
Manufacturers usually make one or a variety of products and would like to sell their entire
inventory to a few buyers to reduce costs. Final consumers, in contrast, prefer a large variety of
goods and services to choose from and usually buy them in small quantities. Retailers are able
to balance the demands of both sides, by collection an assortment of goods from different
sources, buying them in sufficiently large quantities and selling them to consumers in small
units. Westside provides clothing and accessories, while a chain like Nilgiris specializes in food
and bakery items.
To reduce transportation costs, manufacturers and wholesalers typically ship large quantities
of the product, which are then tailored by the retailers into smaller quantities to meet
individual consumption needs.
 Holding Stock
Retailers also offer the service of holding stock for the manufacturers. Retailers maintain an
inventory that allows for instant availability of the product to the consumers. It helps to keep
prices stable and enables the manufacturer to regulate production. Consumers can keep a small
stock of products at home as they know that this can be replenished by the retailer and can
save on inventory carrying costs.
 Channel of Communication

16. 16
Retailers also act as the channel of communication and information between the wholesalers or
suppliers and the consumers. From advertisements, salespeople and display, shoppers learn
about the characteristics and features of a product or services offered. Manufacturers, in their
turn, learn of sales forecasts, delivery delays, and customer complaints. The manufacturer can
then modify defective or unsatisfactory merchandise and services.
 Transport and Advertising Functions
Small manufacturers can use retailers to provide assistance with transport, storage, advertising
and pre-payment of merchandise. This also works the other way round in case the number of
retailers is small. The number of functions performed by a particular retailer has a direct
relation to the percentage and volume of sales needed to cover both their costs and profits.
 Additional Services
Retailers ease the change in ownership of merchandise by providing services that make it
convenient to buy and use products. Providing product guarantees, after-sales service and
dealing with consumer complaints are some of the services that add value to the actual product
at the retailers’ end. Retailers also offer credit and hire-purchase facilities to the customers to
enable them to buy a product now and pay for it later. Retailers fill orders, promptly process,
deliver and install products. Salespeople are also employed by retailers to answer queries and
provide additional information about the displayed products. The display itself allows the
consumer to see and test products before actual purchase. Retail essentially completes
transactions with customers.
Classification:
Concept Marketing:

17. 17
Concept marketing is an act of converting a new concept into a successful, commercially
accepted product. It involves
• Understanding the latent/hidden needs of customers
• Designing a product to satiate those needs identified
• Creating awareness about new product and developing brands
• Creating attitude that are favorable to the brand
Companies have to overcome the risks of usage, value, risk and social resistances from
their customers in the initial stages of introduction of new concepts.
Virtual Marketing:
Is the conducting of marketing activities through electronic means without any face to face
contact between buyers and sellers. Information, Communication, Transaction &
Distribution Model is used as the basis to discuss this mode of marketing.
This model takes its name from the segmentation of the virtual 'marketspace' into four
distinct areas:
• the Information Space
• the Communication Space
• the Distribution Space
• the Transaction Space
A firm's activities in some or all of these virtual marketspaces should be aimed at
increasing overall profitability, which can be achieved either by
increasing revenues:
 increasing the customer base (by reaching new customer segments or
geographies)
 increasing the amount purchased by customers (through increased selection and
new offerings)
 increasing the purchase frequency (by making re-purchase convenient or
rewarding, or suggesting more usage occasions)
or decreasing costs:
 reducing new service/product development costs
 more effective/efficient promotional spending
 more effective/efficient inventory replenishment
 business reengineering
 greater capital efficiency/effectiveness.

18. 18
Advantages of Virtual Marketing:
 Extremely low risk
 Reduction in costs through automation and use of electronic media
 Increased ability to measure and collect data
 Increased personalization
 Increased interactivity, quick service
 Increased exposure of products and services leads to transparency and accuracy of
information
 Boundless universal accessibility, access to global markets
Questions

19. 19
Section A (2m):
1. Define Market
2. Define Marketing
3. What is marketing myopia?
4. Define Social Marketing
5. What is ‘Virtual Marketing’?
6. What is ‘e-business’?
7. What is holistic marketing?
8. Define ‘Relationship Marketing’.
Section B (6m):
1. Explain nature and scope of marketing.
2. What are the goals of marketing? Explain.
3. Bring out the importance of marketing to an organisation
4. Differentiate between marketing and selling
5. What are the types of e business models?
6. Write advantages and disadvantages of e-business.
7. Explain benefits of Green Marketing.
Section C (14m):
1. What are the approaches to the study of marketing?
2. Explain various functions of marketing.
3. Differentiate and explain the traditional and modern concepts of marketing.
UNIT -2
MARKETING ENVIRONMENT

20. 20
Marketing environment consists of all the internal and external influences which affect
marketing decision making and have an impact on its performance.
For the success of marketing activities it is important to analyze the marketing
environment and study the factors to ensure right decisions are taken at the right time.
Significance of understanding Market Environment:
a) Identification of SWOT
b) Helps explore and exploit business opportunities
c) Aids the organisation to respond to new demands and trends
d) Helps the organisation to stay competitive and grow
e) Ensures effective utilization of resources
f) Helps build brand reputation
g) Aids an organisation in being proactive and build effective strategies
Process of environmental analysis
1. Scanning- process of identifying the signal of changes around the company
2. Monitoring-involves tracking the changes, assembling more data and study the pattern of
change
3. Forecasting- developing possible changes or actions required in marketing activities
4. Assessment- evaluating the changes before and after action
The components of Marketing Environment may be classified into two categories
Micro environment factors: Internal Factors, Controllable
They are organisation policies, company resources, marketing mix, suppliers,
intermediaries
Macro Environment factors: External Factors, Uncontrollable
Demographic, global, & political, economic, socio –cultural, technological, legal, ecological /
natural (PESTLE factors)
Macro Environment
1. Demographic Environment: Demography is the study of population and demographic
environment is the understanding of the composition, growth and distribution of
human population, the household patterns, level of income and other such
characteristics. Structure and composition of population will affect marketing activities.

21. 21
Key demographic factors are:
 Age Group
 Gender Mix
 Education / Literacy levels
 Household Patterns
 Religion and ethnicity
 Birth and death rate,
 Population density,
 Rural and urban population
2. Economic Environment: Economic Environment refers to the sum of all economic
factors, policies and resources, trade cycles, distribution of wealth within an economy.
Marketers need to understand not only the population but also the purchasing power of
people and willingness to spend. Savings and investment pattern will affect the
purchasing power which, in turn, will affect the economy of the country.
It includes factors like
• Economic Policies – Monetary and Fiscal Policies, Foreign Trade Policy
• Income levels
• Savings and Investment
• Inflation Rate
• Credit Availability
• Interest Rate
• Stage of Business Cycle: Prosperity, recession, boom, depression, recovery
3. Socio Cultural Environment: Socio cultural environment refers to the set of beliefs,
customs, traditions, practices and norms that exist within a society. Society, being that
force, in which people live in, shape their beliefs, cultural values and social norms, it
plays a major role in influencing their preferences, likes, dislikes and purchase
behaviour.
The aspects of social and cultural factors that impact marketers are
• Social and Cultural Values / Lifestyle : That influences fashion, youth behaviour, the
presence of double income households, nuclear families/ joint family, time Pressure etc.
• Social Problems: Child labour, awareness of environment pollution, working and living
conditions of people
• Social Trends: Consumerism, ethical consciousness and social responsibility of business
are the growing trends that the organisation need to pay heed to.

22. 22
4. Political and Legal Environment: Includes all laws, regulations, policies brought
about by a Government, its agencies and the existence of lobbying groups that influence
or restrict individuals or organisations.Marketing systems are affected by government
policies, laws and regulations in varying degrees.
The most prominent factors are:
• Monetary and Fiscal Policies: Taxes and Duties
• Social legislation: Anti pollution laws, Drugs Control act,
• Legislation specific to Marketing: MRTP act, Consumer protection Act, Sale of Goods Act,
Essential Commodities Act etc.
5. Technological environment: Radical development in science and technology has
completely transformed life and living conditions. Technology can affect markets and
marketing activities in three ways:
a) Emergence of entirely new industries. Ex. Computers, Lasers, Robotics
b) Radically alter or destroy existing industries. Ex: Television, Post Office
c) Stimulate market and industries not related directly to their production technology.
Ex: E-commerce, Information & Communication Sys.
6. Market environment: Marketing strategies recognize the force of competition in a free
market economy and these plans are based on the anticipated moves of the opponent.
Marketing strategies are planned, formulated and altered in response to the competition.
Competition influences the choice of target markets, segmentation strategy and
marketing mix formulation.
7. Natural environment: Rising awareness about preservation and survival of our
ecological system has resulted in increasing focus on societal marketing. Marketers need
to pay due attention to the quality of our life and environment.
8. International / Global environment: Increasing globalisation and integration with
world economy, marketing needs to consider factors such as foreign trade and
investment policy, Exchange rate fluctuations, Taxes and duties etc.
Micro Environment

23. 23
1. Organisation: An organisation has many departments. Marketing has to streamline its
activities with that of other departments so as to achieve the targets. Organisation‘s
structure, values, policies and decision influence marketing activities
2. Corporate Resources: comprise of men, money, material, machine and management.
These resources influence marketing planning and policy. At the same time, these are
controllable and can be adjusted according to marketing plan.
3. Marketing Mix: Comprise of four Ps – Product, place, price and promotion. They are
influenced by corporate policy on consumer satisfaction, cost effectiveness and prevailing
competitive environment. Right mix of marketing gives right product
4. Suppliers: Depending upon the bargaining power of the organisation w.r.t. the suppliers,
the marketing activities are affected.
5. Market Intermediaries: refer to the distribution channel members. The size of
production and supply determine the channel choice. The organisation can decide whether
to reach the consumers directly or through wholesalers and retailers.
6. Employees: Employees loyalty, productivity, attitude towards organisation can be
controlled by following sound and employee oriented policies.
Questions

24. 24
Section A (2m):
1. What is marketing environment?
2. What is demographic environment?
3. What is economic environment?
4. What is socio –cultural environment?
5. What is political and legal environment?
6. What is natural environment?
7. What is international / global environment?
Section B (6m):
1. ‘Success and survival in marketing requires monitoring the environment’. Explain the
statement
2. Distinguish between micro and macro environment
Section C (14m):
1. State and analyse various micro and macro environment factors
2. To what extent economic factors influence marketing activities?
3. Analyse the impact of demographic, technological and natural environment factors in
marketing environment.

25. 25
UNIT 3
MARKETING MIX
Marketing Mix is the combination of product offerings used to reach the target markets for
the organisation. It is optimum combinations of all marketing ingredients that help
company realize its goals and objectives.
It is a mix of internal controllable marketing variables – Product, Price, Place and
Promotion, which best meet the needs of targeted customers. These four elements of
Marketing Mix are closely interrelated, decision in one area affects action in others.
Marketing mix is dynamic in nature. It Changes according to changing marketing conditions
such as: customer demand, competition & other environmental factors.
The Elements of Marketing Mix
1. Product Mix:
Product is the thing possessing utility. It is the sum total of physical and psychological
satisfaction it provides to the buyer. The product mix is the composite of products offered
for sale by the firm and includes product range, brand , package etc.
2. Price Mix:
Price is the value of a product expressed in terms of money. It is the valuation placed upon
the product by the offerer and takes into account consumer expectations w.r.t. discounts,
allowances, terms of credit.
3. Place Mix:
Also known as distribution mix. Place mix stands for the smooth flow of goods from the
producers to the consumers. It includes channel of distribution and physical supply
(distribution).
4. Promotion Mix:
Promotion is the persuasive communication about the product by the offered to the
prospect. It comprise two forms of communication-
Personal Communication: Personal / Direct Selling
Impersonal Communication: Advertising, Sales promotion, Public relations

26. 26
PRODUCT
Product is the sum total of physical, economic, social and psychological benefits offered to a
market to satisfy a want or need.
Product may take any forms as listed below: The components of a Product which may be
the selling points for that product are:
• Physical Attributes
• Psychological Benefits
• Brand
• Brand Image
• Guarantee/ Warranty
• Service
• Special Features
Product Classifications:
Based on tangibility - Tangible and Intangible
Based on Durability - Durable and Non Durable
Based on Usage - Consumer and Industrial
Classification of Consumer Goods:
1. Convenience Goods: Frequently purchased by consumers with minimum efforts.
They have low unit value and are consumed rapidly. Eg: Bread, Milk, Snacks etc.

27. 27
2. Shopping Goods: Purchased after careful comparison is made regarding quality,
price, style, suitability etc. They have high unit value and are purchased less frequently. Ex.
Clothing, Furniture, Appliances etc.
3. Specialty Goods: Has certain special features, unique characteristics and brand
identification. The special features are – full product knowledge, brand bias, limited
demand, high unit price etc. Special efforts are made on their purchase. They are costly
luxury goods symbolic of lifestyle and status. Ex. watches, Cameras, Cars..
4. Unsought Goods: Are those that the consumer does not know about or does not
normally think of buying. Such goods are sold through direct selling efforts. Ex. Life
Insurance, Encyclopaedia, New products like pest control etc.
Classification of Industrial Goods:
a. Materials and Parts: Directly enter the finished product. They are required to be
processed fully / partially to create a product.
Raw materials: unprocessed, become part of other manufactured products
Types of Consumer Goods – A Differentiation
6
Marketing
Consideration
Convenience
Goods
Shopping Goods Specialty Goods Unsought Goods
Purchase
frequency and
effort
Frequent
purchases, less
effort
Less frequent
purchases, moderate
effort
Special purchase
effort, strong
brand preferences
Little product
awareness, aware but
negative interest
Price Low Moderate, higher
priced than
convenience goods
Highly priced Varies
Distribution Widespread,
convenient
locations
Selected distribution,
fewer outlets
Exclusive
distribution
Varies
Promotion Mass promotion
by producers
Advertising and
personal selling by
both, producer and
retailer
Carefully targeted
promotion by
both, producer
and retailer
Aggressive advertising
& personal selling by
both, producer and
retailer
Example FMCG –
Chocolates,
toiletries,
Home appliances,
furniture
Luxury goods - Insurance,

28. 28
Manufactured parts and materials: processed products that become part of other products
b. Capital Items - Long lasting goods that facilitate developing &/or managing the
finished product. They are classified into two categories:
Installations: Expensive capital items such as plants, buildings and other custom-made
standard major equipments. These are immovable once installed.
Equipments: Usually inexpensive capital items such as tools and equipments, instruments/
appliances such as lift-trucks, trolleys, drills, generators, computers etc. Mostly these are
movable.
c. Supplies and Services - Used in day to day business operations, they do not form
part of finished product. They are short-lasting in nature. include computers, desks,
tools
Operating supplies: low value, used by most firms, convenience products for businesses
Services include maintenance/ repair or consultancy -legal, advertising etc.
Levels of a Product
1. Core Product
This is the basic product and the focus is on the purpose for which the product is intended.
The fundamental need or want that consumers satisfy by consuming the product or service.
For example, in a hotel indusry- Rest and sleep
2. Generic /Basic Product

29. 29
This represents all the qualities of the product, a version of the product containing only
those attributes or characteristics absolutely necessary for it to function. Eg- room with
basic facilities
3. Expected Product
This is about all aspects the consumers expect to get when they purchase a product. The set
of attributes or characteristics that buyers normally expect and agree to, when they
purchase a product. Eg-room service, neatness of room
4. Augmented Product
This refers to all additional factors which sets the product apart from that of the
competition. And this particularly involves brand identity and image. Inclusion of
additional features, benefits, attributes or related services that serve to differentiate the
product from its competitors. Eg- Complimentary breakfast / dinner, free access to pool,
gymnasium etc.
5. Potential Product
This is about augmentations and transformations that the product may undergo in the
future. all the augmentations and transformations a product might undergo in the future.
Eg: free pick up / drop from and to airport, Free Wi-Fi facility in room
Product positioning
It is the process of identifying needs of market segments, product strength, weakness and
extent to which competing products are perceived to meet customer need. It is manner in
which product is offered to a particular segment or aiming at meeting a particular
consumer need.
Product Plan or Strategy
A product strategy is a company plan for marketing its products. The product plan involves
a number of issues such as:
• Product Line
• Product Mix
• Organising for Product planning and New Product development
• Branding
• Packaging
• Labelling etc.

30. 30
Product Line : is a group of products that are closely related either because they satisfy
similar needs of different market segments. Ex. Cosmetics range for girls, women, men or
different needs of one market segment. Ex. Soaps and Moisturizers for body care;
Shampoos and Hair Oil for hair care and body care products or are priced similarly or are
marketed by the same channels.
Product Mix: is the entire range of products of a company. The product mix has four main
characteristics
1. Width : Number of product lines in the company
2. Length: Number of product items in each product line
3. Depth: Number of Variants offered of each product item in the line.
4. Consistency: A description of how closely related the various product lines are in
terms of end use, production requirements, distribution channels or some other way.
Product Planning and Development
The underlying objective of product planning and development is growth for company i.e.
increase Sales and Profits. There are 4 ways to grow:
1. Market Penetration :
Expansion of sales of existing products in existing markets, through aggressive marketing
mix. Expansion may happen by increase in usage of existing buyers or attracting new
buyers from the same Target Group. Ex. Increasing the sales of Diapers by advertising more
and reducing the prices.
2. Market Development:
Sales of existing products in new markets/ segments. Ex.Maruti Omni is marketed as a
passenger car for families, is marketed to hospitals as Ambulance; to schools as a school
van.
3. Product Development:
Introduction of new products in existing markets. This involves product addition or
product improvements. Ex. Introduction of LNG/ CNG variants of Suzuki Swift car;
4. Diversification:
Introduction of completely new products in new market. Ex. ITC (a tobacco/ hospitality
company) diversified into Snack foods (Bingo chips) and Personal Care (Fiama-di-Wills).
Steps in New Product Development
Deliberate Step-By-Step approach characterized by 8 steps

31. 31
Step 1: Idea Generation
Objective is to Create a large pool of ideas as potential product options :
New ideas for products
New attributes for current products
New Uses for current products
Ideas may be contributed by scientists, top management, R&D professionals, customers,
sales force, dealers etc.
Step 2: Idea Screening
Objective: Critically evaluate the ideas to isolate most attractive options.
Methodology: All ideas and innovations are evaluated by analyzing :
Project Attractiveness: Strategic and Financial Attractiveness
Capability to execute: Requisite skills and resources
Step 3 : Concept Development & Testing
All ideas that survive screening process is studied in details.
Objective here is to:
1. Develop the Product-Idea into a Product Concept
• Express the idea in a meaningful consumer terms
• Defining the concept in terms of
Who/ For Whom? Target market
What? Product features
Why? Product benefits
Where, When and how? Usage
Testing for Target consumer reaction by asking them to offer their comments on product
attributes and expected benefits.

32. 32
Step 4 : Marketing Mix Development
Objective: Construct a marketing plan for the product with respect to product, size,
packaging, price, positioning, distribution, advertising, sales promotion etc.
Feedback is obtained on various aspects of marketing mix and changes are made
accordingly.
Step 5 : Business Analysis
Objective: Analyze the viability of product ideas from business viewpoint. It is a
combination of cost benefit and profitability analysis. Estimation is done on :
• Overall demand forecast / Estimation of market size
• Operational Costs: Production cost, marketing cost
• Financial projections: Sales, Profitability and BEP.
Step 6 : Product Development
Objective: Analyze the viability of product ideas from business viewpoint. It is a
combination of cost benefit and profitability analysis. Estimation is done on :
• Overall demand forecast / Estimation of market size
• Operational Costs: Production cost, marketing cost
• Financial projections: Sales, Profitability and BEP.
Step 7 : Test Marketing
Objective: Test the Product as real products in a small segment of target market under
controlled test market conditions. Test Marketing is also known as Pre-Testing.
Definition: Pre-Testing involves a research technique in which the product under study is
placed on sale in one or more of selected localities or areas, and its reception by consumer
is observed, recorded and analysed.
Purpose/ Benefits of Test Marketing:
 Provide reliable sales forecast
 A product fault can be located and corrected
 Pretesting and selecting among alternative marketing plans
 Determine optimum price, selection of the most effective advertisement message,
media and distribution channel
Step 8 : Commercialization and Launching
Objective: To launch the product and monitor early delivery/ market response
Product Launch needs to be well planned and product Quality has to be maintained.
Decisions are taken on following product launch aspects:
 When (Timing):
• First entry, Parallel entry, Late entry
 Where (Geographic strategy):
• Roll out the product in waves with different part of the markets receiving products
on different schedules/ all-out launch
 To Whom (Target Market prospect):

33. 33
• Opinion leaders, Heavy users, Early adopters
 How (Introductory market strategy)- Action Plan
Reasons for product failure
a. Market Factors
Poor demand management
Change in customer tastes and preferences
Environmental factors - Unexpected competitive actions
b. Product Factors
Problems with the product design
Costs of product development are too high
No uniqueness
c. Institutional Factors
Wrong segmentation and targeting
Product incorrectly positioned, priced or advertised
New Product Adoption Process

34. 34
Product Life Cycle
PLC is an attempt to recognize distinct stages in the sales history of the product. The
concept of a product life cycle is to assert four things:
(1) Products have a limited life;
(2) Product sales pass through distinct stages with different challenges, opportunities and
problems for the seller;
(3) Profits rise and fall at different stages of the product life cycle; and
(4) Products require different marketing, financial, manufacturing, purchasing and human
resource strategies in each stage.
Product’s Sales Volume and Revenue follow a typical pattern of five phase cycle:
1. Introduction : Product is introduced in the market.
Sales revenue begins to grow, rate of growth is slow. Profit is low or non-existent as
Expenses are high on production, distribution and promotion. Products are bought on trial
basis. Product development and Design are critical factors.
2. Growth : Rate of increase in sales turnover is high.
Sales Volume are high despite increase in competition. Profits increase at an accelerated
rate. Manufacturing and distribution efficiency is achieved. Product is well accepted by
consumers and traders. Effective Distribution and Advertising are key factors.

35. 35
3. Maturity: Sales increase at decreasing rate.
Profits reduce as intense competition put pressure on prices and increases marketing
expenditure. Marketers need to stimulate demand and counter competition through
advertising and sales promotions. Additional expenditure is involved in product
modification/ improvement / broadening product line. Overall Marketing effectiveness is
the key factor.
4. Saturation : Stable Sales
Sales are mainly replacement sales. Prices fall rapidly and Profit margins are low.
Marketers fight for market share. Substantial improvements are critical for cost efficiency.
5. Decline : Falling Sales
Product is becoming obsolete and getting gradually displaced by new innovation/ trends.
Prices fall rapidly as there is excess supply and marketers want to liquidate stock at the
earliest and exit. Cost control is undertaken to generate profits through reduced
distribution network and No promotional expenses

36. 36
Conclusion:
Time interval for each stage varies from product to product. Some may remain in the stage
of maturity forever (salt). Marketers can alter the PLC through product improvements.
Many products do not follow the life cycle given above.
Implications: PLC governs strategic marketing planning at all levels. It also helps in
formulation of pricing, promotion and distribution policies.
Product Life Cycle

37. 37
Brand:
A brand is a name, term, sign, symbol, design or a combination of the above to identify the
goods or service of a seller and differentiate it from the rest of the competitors
Brand is “The sum of all characteristics, tangible and intangible, that make the offer
unique”. A brand comprises of Tangible attributes and Intangible attributes
Tangible attributes are : Product, Packaging, Labelling, Attributes, Functional benefits
Intangible attributes are : Quality, Emotional benefits, Values, Culture, Image
Brands & organizations spend considerable sums telling customers what they stand for.
Benefits of Branding
For customers a brand offers:
1. A means of distinguishing one brand from another
2. A desired level of quality. Consistently
3. Psychological rewards from ownership
4. The brand image helps create loyalty.
For the company branding offers:
1. A means of communicating features and benefits
2. An opportunity to create and sustain an image
3. Customer satisfaction and repeat purchase opportunity
Essentials of a Good Brand
1. Suggest about product’s benefits – use, quality, nature, purpose etc. For Ex. Coca-
Cola, KFC, Big Bazaar
2. Brand name should be short, simple, easy to pronounce, spell and remember.
3. Capable of being registered and protected legally.
4. Stable life and be unaffected by time.
5. Create pleasant associations

38. 38
6. Should not be used as a general/ common name for that product category. Ex.
Aspirin, Xerox
7. Should be unique, attractive and distinctive.
Types of Brands
1. Individual Brand Name:
Each product has a special and unique brand name. Ex.Vim, Pond’s manufacturer has to
promote individually n market.
2. Family Brand Name:
Family name is limited to one line of products that are similar in terms of end-use. For Ex.
Kissan Jam, Kissan Tomato Ketchup; it helps in creation of strong self display but if one
member of family brand is rejected by the customers, it will affect entire brand
3. Umbrella Brand:
All products have the name of the company/ manufacturer. For Ex.Tata, Dabur. It helps to
minimize cost of promotion
4. Combination brand :
Each product has an individual name but also has the umbrella brand to indicate the
business house producing the product. Ex.Dabur Vatika Shampoo.
5. Private or Middlemen’s Brand:
Manufacturer merely produces goods as per specifications and requirement of distributors
and the Middleman/ Wholesaler/ Retailer gives his brand name .For Ex. Superstores like
M.K.Retail -Essentials, Total Mall , Food World.
Brand Loyalty
“The degree of consumer attachment to a brand.”
It is a situation in which consumers buy same brand of certain product repeatedly for long
time even though substitutes are available
It is the extent to which the customer is committed to the brand, that he/ she will walk the
extra mile to get it. Do not switchover to other brands or competitors’ products
Brand Equity
“Refers to the Value of a brand.”

39. 39
Brand equity, a key asset for any business and consists of brand awareness, brand loyalty,
and brand associations.
• It is based on consumers’ positive attitude towards brand
• It helps the companies to increase profitability, reduce vulnerability to competition,
charge premium prices and introduce new products.
Brand Extension/ Brand Stretching
“Refers to the use of a successful brand name to launch a new or modified product in the
same broad market”. Is a marketing strategy in which a firm uses the same brand name but
in a different product category. Consumers who favourably evaluate the parent brand are
more willing to try and adopt the brand extension than an unfamiliar brand in a product
category.
Brand Extension allows the new product the benefit of the older product’s established
reputation. Parachute launched Parachute Jasmine Lite and Parachute Advansed hair oil in
their hair care range.
Packing, Packaging &Labelling
• Packing is merely a physical action and provides a handling convenience, maintain
freshness and quality, prevent from danger of adulteration.
• Packaging may be defined as the group of activities in the planning of a product
package. These activities are: Formulating a design of the package, Producing an
appropriate and attractive container or wrapper for the product.
• Labelling is a simple tag attached to the product or an elaborately designed graphic
that is part of the package.
Role of Packing & Packaging
1. Protect the product from breakage/ spoilage
2. Provide convenience to the customer to carry /use
3. Add to the sales appeal : through package design, package aesthetics and package
convenience
4. Help in brand identification & product differentiation
5. Act as silent salesman in projecting the right image
6. Facilitate Merchandising: Handling at the various points of distribution

40. 40
Labelling is part of packaging. It provides written information about the nature of the
product, distinctive features, its composition, its performance etc.
Generally, the marketers are required to follow certain statutory labelling requirements.
Central Packaged Commodities (Regulation Order) 1975, makes it mandatory for the
manufacturer to disclose the following information on the label:
 Name of manufacturer
 Date of manufacture & Date of expiry
 Net weight of the product, MRP
The purpose/ role of labelling are:
• Identifies the product/ brand
• May provide grading or certification mark to the product
• Adherence to the statutory requirements
• Describe the product : name of manufacturer and marketer, date and place of
manufacture, Composition/ Ingredients, Usage instructions
• Promote the product through attractive graphics
Psychological problems of the consumers w.r.t. Packaging and Labelling are:
1. Deceptive practices: False and misleading packaging/labelling
i. Exaggerating the contents of a package
ii. Not filling the package to the top
iii. Advertising rupees off when it is the normal price
iv. Describing the size in misleading terms
2. Duplicate products / Tampered products
3. Confusing pack sizes that make comparisons difficult
4. Convenient Package/ Usage
5. Package Options: Different size / type (Refill packs)
6. Environmental and ecological issues: Reusable, Recycled , Bio-degradable
PRICING
It is the Method adopted by a firm to set its selling price. It usually depends on the firm's
average costs, and on the customer's perceived value of the product in comparison to his or
her perceived value of the competing products. Price is the only revenue generating
element amongst the four Ps, the rest being cost centers.
Price is the exchange value of a product / service expressed in terms of money.

41. 41
Price translates into quantitative terms (rupees), the perceived value of the product to the
customer at a point of time.
Price = Bundle of expectations OR Total product offering which are :
Product benefits, brand name, package, after sales service, delivery, credit etc.
Importance of Pricing
• Vital importance to both buyer and seller as it leads to exchange and transfer of
ownership
• It regulates production, distribution and consumption of goods.
• Pricing decisions interconnect marketing decisions with the financial objectives of
the enterprise
• Marketing variables are influenced by pricing decisions
o Sales Volume and Profit margins
o Rate of return on investment
o Trade margins
o Advertising and sales promotion
o Product Image
o New product development
Objectives of Pricing
1. Maximize Profits
2. Survival: Only by covering Variable Costs and some Fixed Costs, company can stay in
business
3. Competitive Situation: Growth in Sales, Meet or follow competition
4. Capturing the Market: Increase Market Share/ Market penetration
5. Market Skimming:
Setting high prices to skim the market – get the cream- make it worthwhile for some
segments to adopt the new product
6. Predetermined profit level: achieve a target return
7. Control Cash-flow: Return cash on fund invested within a given period
Types of Pricing / Methods of Pricing:
Cost Oriented Pricing
1. Mark-up/ Cost plus Pricing

42. 42
Marketer estimates the total cost of producing the product and add a mark-up / margin
that the firm desires. The marketer expects a certain rate of return on sales. Mark-up price
= a/ (1-r); a= unit cost (fc+vc); r = return on sales
2. Full Cost/ Absorption Pricing
Works out the full cost involved in manufacturing, selling and administering the product.
By adding the required margin towards profit to the total costs from the three operations,
the selling price is determined.
3. Marginal/ Incremental Pricing
Here, the company determines price that recovers its marginal/ incremental cost and get a
contribution towards its overheads.
4. Break Even Pricing/ No profit No loss pricing method
Break-even point is the volume of sales at which total revenue is equal to total cost. Total
cost is divided into two parts: FC and VC. BEP(price) is determined as follows: Break-even
price = (Total Sales X Fixed Costs) / (Total Sales- TVC)
5. Rate of Return/ Target Pricing
A rate of return desired by the enterprise on the amount of capital invested by it is
determined. This amount of profit is added to the total cost of production and the price per
unit is determined.
Customer Demand Oriented Pricing
1. Market Skimming/ Skim-the-cream : for a New and Unique product
High prices to connote status and build on image of quality and prestige
2. Penetration pricing : Low pricing strategy. Is adopted when product has greater
elasticity of demand, mass production results in cost efficiency/ reduction, strong
Competition is expected and high income strata of the population is not adequate, bulk is
in middle income and low income segments.
3. One Price Policy :
All similar types of buyers are charged exactly the same price and no discrimination among
the buyers of same commodity. It is a fair trade practice. No negotiation/ bargaining. Gains
customer confidence.
4. Variable Price Policy

43. 43
Similar quantities to similar buyers at different prices. Discounts and allowances are
granted on unequal terms.
Competition Oriented Pricing
1. Right Pricing/ Going Rate Pricing
Is the market based method of pricing in line with the prices of the dominant competitors
2. Market Plus (above the Market)/ Premium Pricing
Product is distinctive, unique and has prestige/ status
3. Market Minus (below the Market)/ Discount Pricing
Large chain stores, self-service stores and discount stores; No promotion expenses
4. Competitive Bidding/ Tender Pricing:
In govt. projects/ industrial projects, interested parties are asked to submit their
quotations, as a part of tender. Depending on the strength of the tender, the lowest bidder,
may then be allotted the contract.
Other Pricing Methods
1. Geographic Pricing:
Deciding how to price its products in different locations, zones and countries. Companies
may follow Uniform pricing, Zone pricing or FOB pricing (Cost of goods plus freight
charges).
2. Price Discounts and Allowances:
Companies modify their basic price to reward customers by giving discounts and
allowances for early payments, volume purchases, off season buying etc.
3. Promotional Pricing
Companies temporarily price their products below the list price and sometimes even below
cost. Techniques are Loss leader pricing, Special Event, Cash rebates, Low Interest
financing, Free/low cost Warranties & Services Contracts.
4. Discriminatory Pricing
Charging different price across segments due to heterogeneity in the market and not
because of differences in cost. Companies modify basic price to incorporate differences in
customers, locations, products, Image etc.
5. Product Mix Pricing:
Company sets prices that maximizes profits on the total product mix. It is difficult to set as
different products have different demand and cost interrelationships and are subject to
different degrees of competition.
6. Psychological Pricing:
Setting prices at odd points such as Rs.995 instead of Rs.1001, Rs.49, Rs.18.95 etc. Based on
the belief that a buyer rounds off to the lower point rather than higher point, therefore
psychologically feels that he is paying less.

44. 44
Factors Influencing Pricing Policy
Internal Factors
1. Organisational factors
Depends on how pricing decisions are taken…
2. Objectives of the company-
Market share versus Skimming, Max sales rev, maintaining image
3. Cost of the product: is a critical info in profitable pricing decision.
4. Marketing Mix
5. Product Differentiation
External Factors
1. Demand: Levels and Elasticity of demand
2. Competition
3. Distribution Channel: Length of channel / Margin
4. Government: Taxes, Price controls
5. Economic Conditions: Inflation lead to high costs; recession/boom
6. Types of Buyers: Different buyers have different motives and perceived values.
7. Ethical Consideration: Lifesaving drugs are sold at cost for public welfare
PLACE / MARKETING CHANNELS
Definition: Channels of Distribution Is a ‘Set of Interdependent organizations involved in
the process of making a product/service available for Use or Consumption.
Marketing intermediaries
Middlemen or distribution intermediaries, are an important part of the product
distribution channel. Intermediaries are individuals or businesses that make it possible for
the product to make it from the manufacturer to the end user, essentially facilitating the
sales process. The four basic types of marketing intermediaries are agents, wholesalers,
distributors and retailers.
Agents
The agent as a marketing intermediary is an independent individual or company whose
main function is to act as the primary selling arm of the producer and represent the
producer to users. Agents take possession of products but do not actually own them.
Agents usually make profits from commissions or fees paid for the services they provide to
the producer and users.

45. 45
Distributors
Distributors are similar to wholesalers, but with one key difference. Wholesalers will carry
a variety of competing products, for instance Pepsi and Coke products, whereas
distributors only carry complementary product lines, either Pepsi or Coke products.
Distributors usually maintain close relationships with their suppliers and customers.
Distributors will take title to products and store them until they are sold.
Wholesalers
Wholesalers are independently owned firms that take title to the merchandise they handle.
In other words, the wholesalers own the products they sell. Wholesalers purchase product
in bulk and store it until they can resell it. Wholesalers generally sell the products they
have purchased to other intermediaries, usually retailers, for a profit.
Retailers
A retailer takes title to, or purchases, products from other market intermediaries. Retailers
can be independently owned and operated, like small provision stores, or they can be part
of a large chain, like Big Bazaar. The retailer will sell the products it has purchased directly
to the end user for a profit.
1. Manufacturer-Consumer (Direct Sale)
• Sale through advertising and direct methods - Mail Order/Online
• Sale through travelling Sales-force – Business goods

46. 46
• Sale through retail shops of manufacturer- Ex. Bata Shoe Company
2. Manufacturer - Retailer – Consumer
Buyers are large retailers - Department Store. Is also followed in Automobiles,
Appliances, Clothing
1. Manufacturer – Wholesaler - Retailer – Consumer
Option Used in Groceries, Drug Stores
2. Manufacturer-Agent-Wholesaler-Retailer–Consumer
Ex. Textile Mills
3. Manufacturer-Wholesalers-Consumer
Large and Institutional buyers (Hospitals, Educational Institutions)
Factors Affecting Channel Choice
Channel decisions influence other marketing decisions – Price and Promotion. Is a Key
External Resource
Influencing Factors in Channel Choice are:
1. Product factors
• Perishable / Fragile Product – Shorter Channel
• Durable Goods – Longer & Diversified channel
• Custom Made Product- Direct distribution to consumer or industrial user
• Technical product – Direct/ Shortest channel as it requires specialized selling
• High Unit Value Product – Direct channels are preferable
2. Market factors
• Consumer Market-Retailer is essential; Business Market – Retailer not needed
• Market Size - Large : Longer, diversified channel
• Small: Shorter/ Direct channel
• Concentrated Market : Direct
• Scattered Market : Longer, diversified
Need to do comprehensive Customer and Channel Analysis to select appropriate channel
for the target market segments.
3. Middlemen related factors
• Channel generating largest sales volume at lower unit cost is given top priority
• Those Middlemen are selected who give
o Required Marketing Services
o Extend maximum co-operation , particularly in promotion
o Accept marketing policies and programmes of the manufacturer and implement
them

47. 47
4. Company factors
• Size of the Company
• Product Mix of the company
• Financial resources with the company – if the company is financially weak, it need to
rely on middlemen to get financial and warehousing relief
• Age of the company - New Company needs to rely on middlemen due to lack of
experience and ability
• Quantity and Quality of marketing services provided by the company influence the
channel choice
5. Marketing Environment
Business environment –
• Recession: Shorter and cheaper channel
• Prosperity : Expanded distribution network
Technological Inventions
• Cold storage facilities have expanded the role of intermediaries in case of perishable
goods
6. Competitors
• Similar channel as adopted by competitors
• Avoid customary channels and adopt different channel strategy - By-pass retail
channel and adopt direct selling or network marketing (Amway)
Push Vs. Pull Strategy
Push Strategy - Usage of the firm’s sales force, trade promotion money, or other means to
induce intermediaries to carry, promote and sell the products to end users.
Pull Strategy – Usage of advertising, promotion and other forms of communication to
persuade consumers to demand the product from the intermediaries, thus inducing the
intermediaries to order it.
Types of Distribution Approaches:
Exclusive distribution means severely limiting the number of intermediaries.
Selective distribution involves the use of more than a few but less than all of the
intermediaries who are willing to carry a particular product.

48. 48
Intensive distribution consists of the manufacturer placing the goods or services in as
many outlets as possible.
Physical Distribution
Physical distribution is the process of delivering the product to the user/consumer
promptly, safely and in time. It involves management (planning, action and control) of the
physical flows of Raw materials and Finished Products from the point of origin to the point
of use. It covers all the activities in the flow of goods between producer and consumer.
Components of Physical Distribution
1. Distribution Planning and Accounting
2. In Bound Transport
3. Receiving
4. Inventory Management
5. In-plant Warehousing
6. Order Processing
7. Packaging
8. Dispatch of goods
9. Outbound Transport
10. Field Warehousing
11. Customer Service
12. Communication
PROMOTION
Promotion is persuasive communication. Persuasion stands for the various activities the
company undertake to inform, persuade and convince the target consumers that its
products satisfy their needs.
Objectives of promotion
 To inform the customers about the product
 To persuade them to buy the product
 To remind them about the product
Nature of promotion
 Informative process- they are designed to inform target market
 Persuasive process- purpose is to persuade people to buy
 Motivation process-it aims to motivate distributors to promote the product
 Brand switching- aims in attracting customers and push them to their product

49. 49
 It is an investment- though it is an expense in short term in long term it is an
investment
Types of promotion
Marketer needs to formulate an effective Promotional mix to capture the market to fullest
advantage. The different elements of Promotion Mix are:
1. Advertising
2. Sales Promotion
3. Public Relation
4. Publicity
5. Direct Marketing
6. Others: Event Marketing, POP Displays, Trade Shows & Exhibitions, Internet
Marketing, WOM
1. Advertising-Non-Personal paid communication using Mass media. Impersonal
Salesmanship for promoting products, services or ideas by an identified sponsor
2. Sales Promotion- Non-Personal Short term promotion tools to stimulate consumer
purchasing and dealer effectiveness
3. Public Relation-Non-Personal Placing commercially significant news in media that is
not paid for by the sponsor
4. Direct Marketing: Organizations communicate directly with customers on one-on-
one basis to generate a. response and/ or a transaction
5. Others:
• Event Marketing: Companies link the brand to special events. They can arrange
special events themselves or participate in events by other parties.
• Trade Shows & Exhibitions: Companies in a specific industry get together to
showcase their products called exhibits, in specially designed booths. They are attended by
industry members, suppliers, buyers, media, and by general public during specific hours.
Ex. Auto Expo; Plastex.
• POP Displays: Manufacturer provides dealer with the attractive POP displays such
as Stands, Billboards, Wall signs, counter displays etc. that act as the silent salesman.
• Online Marketing: There has been dramatic growth of communication through
interactive media – Internet and Mobile. Companies have developed websites to inform,

50. 50
interact, promote, sell as well as entertain their customers. The new media allows users to:
receive and alter information and images, respond to questions, make comparisons/
evaluations and purchases.
• WOM:Word-of-mouth communication is informal communication among friends/
personal contacts regarding a product/ service or company. Customers having good
experiences generate positive WOM and vice versa. Companies need to create Positive
WOM and take remedial actions to correct negative WOM.
Promotion / Communication Process
The steps involved in developing an effective promotion program are as follows:
1. Identify the Target Audience:
 Potential Buyer/ Current Users; Decision Maker/ Influencer/User; Profile of Target
Group
2. Determine the Communication Objective:
 Various Objectives of Integrated Marketing Communication are:
 Create Awareness
 Build Brand Equity and Loyalty
 Influence/ Change Consumer Perception
 Provide Information etc..
3. Design the Message:
Need to develop an effective message through AIDAS Model
A-I-D-A-S Model
A–Attention: It is seen by/ captures the attention of the desired prospects
I –Interest: It is read by them with interest and It is properly understood by them as
the advertiser wants.
D-Desire: It is believed by them and wins their confidence and trust, resulting in the
desire to purchase the product
A- Action: The prospect acts by reaching to the point of sale.
S- Satisfaction - Reinforce the decision of the purchase, ensure satisfaction
4. Selecting the message source:
 Refers to the actor in the advertisement, company, brand name, salesperson, etc.
5. Choosing the media: Between the two broad communication channels:
 Personal Communication: face-2-face, telephone, post, email
 Non-Personal Communication: Radio, TV, Newspaper, Billboards etc.
6. Collecting Feedback:
Effectiveness of message on the Target Group is measured:
• Whether they remember the message,
• What they remember, Likes/ Dislikes
• Intention to buy etc.

51. 51
Importance of Promotion
1. Communicates information to prospective consumers about availability, features
and usage
2. It stimulates purchase and creates a positive image to influence long term buyer
behaviour
3. It aims at attracting customers using competitor’s brands to its product/ switch
brands
4. It encourages and motivates distribution channel members to buy and store more,
through additional commission and allowances
5. It encourages the sales-force by offering incentives to salesman
6. It boosts sales in the short and long term
Advertising
It is a paid form of non-personal presentation and promotion of ideas, goods or services by
an identified sponsor.
Advertisement is the presentation to a group an oral and/or visual message regarding a
product/ service.
Features of advertising
It is non personal form of communication paid by a sponsor and is a process of influencing
customers’
Types of Advertising Media
1) PRINT MEDIA:
 Newspapers- wide reach, each household has at least one newspaper but life span is
only one day and literate can only read.
 Magazines- helps to target a specific group, life span is at least one week but reach
is less compared to newspaper, Illiteracy is limiting factor
 Trade Journals-services sectors uses this method, helps to target specific group but
reach is very less.
2) BROADCAST AND ELECTRONIC MEDIA
 Radio Advertisements:
Advantages:
• Has targeting capabilities
• Inexpensive compared to other traditional broadcast media
• Builds frequency quickly (commercials are replayed throughout the day/evening)

52. 52
• Branded promotions offer advertisers appealing community involvement opportunities
• No seasonal listener erosion
• Suitable for illiterates and literates alike
Disadvantages:
• No visual component
• Advertisers must buy multiple stations and formats to accumulate audience reach
• Peak listening is during morning and evening drive times with relatively low audiences
the rest of the day (driving to and from work)
 Television Advertising: Audio Visual technique ; wide appeal
Advantages
• Combine all 4 elements of communication: Illustration, Music, Spoken and Written words.
• Wide geographic coverage & broad audience reach (appeals to most demographics)
• Perceived accountability with well accepted audience
• Relative ease of buying and post-buy maintenance
• Proven Success record for promoting mass consumer products
Disadvantages:
• Audience share is generally declining due to fragmented audiences
• Increasing use of DVR’s diminishing the impact of commercials (people can record their
shows and skip the commercials)
• Typically high costs and rising production costs (most expensive)
• Increasing ad clutter as commercial pods lengthen (people don’t want to watch
commercials because they are taking more time away from their shows)
 Websites/internet & blogs
• Need to be computer literate, but otherwise lots of potential for participation through
blogging, list-serves, e- networking, specific websites. Caters to the Literate public and
specific list serves and networks can be set-up for particular audiences/clients, such as the
media directly. Global info can be obtained, not only local or regional and the youth
becoming computer savvy is an added advantage.
 Mobile phones and text
• Tremendous potential for two-way communication and one- on-one communication
among public directly. Also provides timely information for specific publics, teenagers in
particular. It has a growing reach, especially in rural areas. Low cost for text messages
makes it highly popular. Text messages must be short and are best if linked or tied to other
communication efforts
 Film Advertising: overcome illiteracy and language barriers; AV technique for
maximum impact but only seen by people who come to watch the film

53. 53
3) NON BROADCAST MEDIA
 Cinema theatres / multiplexes – cater to a captive audience and ensure the impact is
higher because the focus of the public is undivided and the communication is better
received.
 Cable TV – Local TV channels and cable TV provide smaller companies the
advantage of being able to advertise to local and regional audiences at more reasonable
prices as compared to advertising on national level TV channels.
4) OUTDOOR ADVERTISING:
 Murals
Can be highly educational and participatory, high visibility if done in a high traffic zone for
intended audiences, general public, especially attractive for young people and children.
Murals make good use of space that is otherwise wasted. However, requires permission
and partnership with local owners of the property
 Posters
No potential for feedback, unless widely tested or if produced together with communities
through participatory processes to the general and specific publics, can deliver simple
messages and slogans. Not necessarily expensive and can often be produced in-house.
Requires visual and written literacy. Generally better for simple messages and slogans
 Billboards
Not participatory at all, suitable for General public and specific audiences. Best means for
advertising one main message or slogan. Fairly permanent depending on duration posted.
Highly visible but very expensive. However, people forget to notice after a while
5) TRANSIT ADVERTISING: On buses, Subways, Railways, Outside displays on the
front, sides, back of buses or other public transport and at transportation terminals.
Advantages
• Exposure to one ad can be long if the ad is inside a transit vehicle.
• Frequency, the number of times a viewer is exposed to an advertisement, may be
high if the viewer uses the same method of transportation repeatedly.
• Seen by large and diverse audiences.
• The ad message can be timely because often the person riding mass transit is on the
way to shop, eat or visit an entertainment outlet.
• Ads can be geographically targeted
• Ads can be lifestyle targeted in some instances.

54. 54
• This method of advertising tends to be quite inexpensive in both absolute and
relative terms.
Disadvantages
• Advertisement design is usually limited to the size of frames or holders
• People on mass transit are often not in a receptive mood or they may be so used to
ads appearing in certain spaces that they don't even observe them.
• Transit advertisements are hard to target as the advertisements reaches a lot of
people, but many are not even potential customers.
• It may not suit the product image.
• The surroundings may detract from message.
6) DIRECT MAIL: Advertising by mail including sales letters, pamphlets, catalogues etc.
Most personal and selective media. Direct mail is a marketing technique in which
the seller sends marketing messages directly to the buyer.
Advantages of Direct Mail Advertising
• Advertising message is targeted to those most likely to buy your product or service.
• Marketing message can be personalized, thus helping increase positive response.
• Message can be as long as is necessary to fully tell your story.
• Effectiveness of response to the campaign can be easily measured.
• Control over the presentation of advertising message.
• Ad campaign is hidden from competitors until it’s too late for them to react
• Active involvement – the act of opening the mail and reading it — can be elicited
from the target market
Disadvantages of Direct Mail
• Some people do not like receiving offers in their mail, and throw them immediately
without even opening the mail.
• Resources need to be allocated in the maintenance of lists, as the success of this kind
of promotional campaign depends on the quality of your mailing list.
• Long lead times are required for creative printing and mailing
• Can be expensive, depending on target market, quality of your list and size of the
campaign.
7) PUBLIC PRESENTATIONS & COMMUNITY MEETINGS, SERVICE CLUBS
• Lots of potential for interaction and participation
• Different audiences can be targeted directly
• Encourages group formation
• Helps to publicize general info
• Generates local ownership
• Builds partnerships
• Only good for one- off moments in a process

55. 55
• Need to be held when people are available (nights, weekends)
• Don’t always attract desired audience
Essentials of Good Advertisement:
An advertisement is effective if it follows the following steps of A-I-D-A formula
AIDA is an acronym used in marketing and advertising that describes a common list of
events that may occur when a consumer engages with an advertisement.
A - attention (Awareness): attract the attention of the customer.
I - interest: raise customer interest by focusing on and demonstrating advantages and
benefits (instead of focusing on features, as in traditional advertising).
D -desire: convince customers that they want and desire the product or service and that it
will satisfy their needs.
A - action: lead customers towards taking action and/or purchasing.
DAGMAR : DAGMAR approach was first proposed by Russell Colley which tells real goal of
advertising was to communicate, not to sell specifically.
DAGMAR is an acronym: Defining Advertising Goals for Measured Advertising Results. The
approach involves setting specific, measurable objectives for a campaign to determine if
specific objectives were met.
Benefits/ Arguments in favour of Advertising
1. Stimulates demand, production, employment and income, leading to rising
purchasing power and better living standards.
2. Facilitates mass production and mass distribution
3. Promote acceptance of new innovations
4. Informative advertising give consumers relevant and adequate information about all
products and exercise their right to choose in an intelligent manner.
5. Builds up brand preference and brand loyalty and therefore greater emphasis is on
brand quality
6. Educative Value as it teaches new ways of life.
7. Increase in sales volume
8. Facilitates large scale of production
9. Protection from competitors
10. Minimization of seasonal variation in business
11. Stabilization of price
12. Securing dealers

56. 56
13. Less expensive than salesmanship
14. Provide information and visualization of product
15. It creates employment opportunities for society
Drawbacks/ Arguments against Advertising
1. Increases the prices of goods
2. Wasteful expenditure
3. Enables creation of monopoly by preventing entry of small firms
4. Some advertising is fraudulent, misleading or deceptive. Makes one buy products,
they do not want and at prices they cannot pay.
5. It is less flexible than other methods.
6. It is one sided form of communication
7. Company cannot ensure that advertisement has reached their target audience
8. It used to mislead the customers by giving false information
9. It creates monopolistic tendencies especially for branded products
Sales Promotion
Those marketing activities other than personal selling, advertising and publicity that
stimulate consumer purchasing and dealer effectiveness such as display, shows,
exhibitions, demos and other non-recurrent efforts not in the ordinary routine.
Objective of Sales Promotion
• Introduce New Product
• Attract New Customers
• Provide New Incentives to the Users
• Reduce Seasonal Fluctuation
• Counter-attack the competitors
• Simplify the task of selling
• Induce Middlemen
Sales Promotion Tools: Consumers
1. Samples: Free samples to induce trial of new product (FMCG). It is expensive but
powerful tool
Ex.Knorr soupy noodles free with Knorr tomato soup.
2. Coupons: it is a certificate that entitles the consumer to a specific savings on the
purchase of a specific product. It is issued through Inside the package/ by mail/ door-to-
door. Accepted as cash by the retailer. But sometimes retailers are reluctant to accept the
coupons due to fear of reimbursement from the company

57. 57
3. Bonus Offers/ premium: they are actual products or services offered as an incentive
to buy other product. Another product free or at less price. Ex. Bucket free with Surf
5Kg pack
4. Price-Off : Reduction in price per pack or multiple packs at a discount. Ex. 3 Dove
Bars packed together at reduced price
5. Money Refund offers–in this manufactures will refund the price of the product if
customer is not satisfied. Online shopping
6. Contests/ Sweepstakes/ Games: Consumer fills in the form which may have some
word game, puzzle, quotation writing and sends it to the company. The best entry or the
lottery method, winner is declared.
7. Demonstration– generally done for new product, demonstrations of the product are
staged at exhibitions and fairs
8. Early Order Discount: Place orders before a particular cut-off date.
Sales Promotion Tools: Middlemen
1. Buying Allowance : Allowance is given to the middlemen after the purchase of goods
more than a fixed point.
2. Buy-Back Allowance: Paid to the middlemen at the first purchase of the goods and
utilised at the time of second purchase and the allowance of second purchase is utilised at
the time of third purchase.
3. Merchandise Allowance : Allowance is paid for advertising and display expenditure
incurred by the Wholesaler/ Retailer.
4. Price Deals: Apart from the regular discount, special discounts are allowed to the
dealers for a specified quantity of purchase.
5. Co-operative Advertising: Dealers get reimbursed by the manufacturer for
advertising the manufacturer’s product.
6. Dealer Sales Contests: Prize is awarded to the outstanding dealers for window
display, sales etc.
7. Dealer’s Gift: After achieving a target by the dealer, manufacturer gives the dealer a
gift in the form of package holiday for the family or other gift items.
8. Point of Purchase Materials: Manufacturer provides dealer with the attractive POP
displays such as Stands, Billboards, Wall signs, counter displays etc. that act as the silent
salesman.
Benefits of sales promotion
• It enhances volume of sales which increase production and reduces cost
• It stimulate positive attitude towards the product
• It supplements the effort of personal selling and advertisement
• It gives quick result

58. 58
Limitation of sales promotion
• It has short life
• They can be used as only supplementary methods
• People will have a negative feeling that sales promotional activities are intended to
sell an inadequate product
• Sometimes discounts and offers provided by the company might be adjusted with
the MRP
PUBLIC RELATIONS
Public Relations (PR) is another tool of promotional mix designed to improve, maintain or
project a company or product image. PR is a two way communication between the
organisation and the target group (publics) to establish understanding based on truth,
knowledge and complete information.
The Publics of PR include: Customers, Shareholders, Employees, Trade, Media etc.PR
involves number of activities like Press Relations, Publicity, Corporate Communication,
Lobbying, liaising with influential groups etc.
It is not paid for by the organisation. It is the process of building goodwill about the
company and securing favourable public image. Publicity comes from news-reporters,
columnists and journalists.
Major Tools of marketing PR are:
1. Company Publications: Magazines, Annual reports, Newsletters etc.
2. News and Press Releases
3. Events: organized by company such as sports tournaments, music, cultural
programme, contests
4. Social Service Activity
5. Messages involving PR communicated through advertising.
Direct Marketing is an interactive system of marketing used by firms to communicate
directly with customers on one-on-one basis to generate a response and/ or a transaction
at any location.
The three elements of DM:
1. Interactive System
2. Measurability of response
3. Transaction at any location
Channels for Direct Marketing are:
1. Personal Selling/ Direct Selling/ Face-to-face Selling
2. Telemarketing

59. 59
3. Tele-Shopping/ Home Shopping
4. Database Marketing
5. Direct Mail Marketing
6. Mail Order/ Catalogue Marketing
Telemarketing
Telemarketing is defined as the use of telephone as an interactive medium for promotion,
sales and customer service. It utilizes sophisticated telecommunication and information
systems combined with personal selling and servicing skills for following purposes:
• To help companies keep in close contact with present and potential customers
• To increase sales
• To enhance business productivity
PERSONAL SELLING / SALESMANSHIP
Is face to Face interaction with one or more prospective customers for the purpose of
making sales. It is the use of a salesperson to communicate the marketing message of a
company to the customer.
Personal selling is planned selling. For effective selling the salesperson follow a Sales
process comprising 8 steps.
Process of Personal Selling:
Step 1: Pre-Sale Preparations
Background knowledge -his company, competition, products, customers
Step 2: Prospecting
Prospects are potential customers the salesmen seek. Prospecting is locating of Prospects –
Prospects may be located through Present customers, other salesmen, phone directories/
database, cold calls.
Step 3: Pre-Approach
Once prospect is located and qualified, next step is Pre-approach. Pre-approach means
finding the details of prospects in terms of His needs, preferences, habits, nature,
behaviour. After this, the sales person has to tailor product to the specific requirements of
prospect and Match Sales presentation to the needs of the prospect
Step 4: Approach has two Parts to it:

60. 60
1. Obtaining an Interview – Telephone, Face-to-Face
2. First Contact: The sales person should be able to attract prospect’s attention and
avoid being dismissed
Step 5: Sales Presentation
Sales presentation needs to be closely related to the buying process of customers which
involves: Needs, Info search, Evaluation, Purchase Decision
It should be according to the AIDAS theory:
Attention, Interest, Create Desire, Action, Satisfaction
Other aspects are: It should meet the parameters of Good Presentation. It is in the language
the prospect understands. The presentation should be Complete, Clear, Establish
superiority over competition and Win Confidence through honesty, testimonials,
guarantee.
Step 6: Objections Handling
Prospects will try to resist a sale by raising arguments for not buying the product. Salesman
must welcome objections, interpret correctly, satisfactorily answer and remove tactfully
without arguing.
Step 7: Closing the Sale
Close is the ‘Act of getting the prospect’s assent to buy’. Close of Sale is the climax of the
entire sales process. Initiative to Close the Sale must come from Salesman. Salesman
should know the right moment when prospect is willing to buy and should apply the close.
This moment is known as ‘Psychological Moment’ or ‘Reaction Moment’.
A successful salesman is one who closes the sale by placing the product in the hands of
satisfied customer.
Step 8: Follow-Up / Post-Sale Contacts
As the last step, the sales person needs to write the order, arrange for dispatch & delivery
of the product and facilitate grant of credit. He should reassure the buyer on the wisdom of
his decision and minimise dissatisfaction if any. He should make a post-sale contact with
the customer to maintain his goodwill, smoothen any post-purchase problems and get
feedback.
Advantages of personal selling:
 Is interactive and allows for more persuasion.

61. 61
 More suitable when the products in question are technical in nature or have a high
cost per unit.
 Helps foster better relationships with the customers.
Disadvantages of personal selling:
× Widely misunderstood
× Is labour intensive and involves high pressure
× Has a limited reach and caters to a limited audience
Questions
Section A (2 marks)
1. Define product
2. What is product planning?
3. What is product positioning?
4. What is product line?
5. What is product mix?
6. What is product diversification?
7. What is branding?
8. What is labelling?
9. What is difference between packing and packaging?
10. What is base price?
11. What is penetration pricing?
12. What is skimming pricing?
13. What is trade discount?
14. What is promotion?
15. What is AIDA formula?
16. What is mural advertising?
17. What is DAGMAR?

62. 62
Section B (6marks)
1. State why new products fail in the market
2. Analyse the factors which influence channel choice
3. Bring out the strengths and weaknesses of advertising.
Section C (14 marks)
1. Analyse the stages of product life cycle with the help of a diagram.
2. Discuss the strategies related to branding.
3. Evaluate the role and utility of middle men in marketing
4. “Advertising is economically beneficial but socially not justified “comment
5. Explain the different pricing policies and strategies adopted by business firms.
6. What are the various sales promotion methods?
7. Analyse the 4 P’s in marketing
8. Elaborate on the new product development process. Why do new products fail?